How to work as a sales engineer (SE)

“PoC was good, but why can't I sign a contract?”

“How do you differentiate yourself from competitors?”

“How to be good at presentations and C-level persuasion?”

“I want to learn about the activities of sales engineers in a systematic way...”

The demo was smooth, and the product was ahead of the competition. But I don't get any results. When working as a sales engineer, presales, or solution consultant, it's a moment everyone encounters at least once. In this case, the real problem was not technology, but rather that they were missing “how customers think and what decisions are based on.”

<This course is for people like this>

Those who have been working as a sales engineer/pre-sales person for 1 to 5 years and are curious about the “why this method works and that method doesn't work” system when dealing with sensibility
Those who want to structure “what more we need to prepare” before a customer meeting
Those who experienced multiple deals and felt a vague pattern, but didn't have a structured framework

<This may not be suitable for people like this>

A complete beginner who is unfamiliar with the job of SE and wants to know the basic concepts
Those who want light learning at the level of a job introduction rather than applying it to practice right away

This course was refined by me in practice Buyer-Seller Alignment (BSA) FrameworkFocusing on, it covers what SE should prepare, ask questions, and create for each of the 4 stages of the customer's purchasing journey (awareness → consideration → evaluation → purchase) along with practical templates.

<Curriculum>

Understanding sales engineers — 5 key competencies, career paths, and determining if it's right for you
Customer purchase journey and decision structure — BSA framework, JTBD derivation method
Key Strategies for Each Purchase Journey — Practical Strategies for Each Stage of Perception, Consideration, Evaluation, and Purchase
Technical communication — how to communicate persuasively
(Bonus) In the AI era, 4 principles SE must abide by

You can use it in practice right after taking the course 6 Excel practice templates(Problem Statement, Action Plan, TAP/Technology Canvas, Battle Card, Evaluation Criteria, and Project Success Plan) are also provided.

<Proven practical experience in the field>

Practical know-how with global AI companies, data platform companies, cloud companies, and SaaS startups

Solution consulting and technical sales workshops for global AI and data companies
Technical sales and pre-sales expert community PreSales Lab run
Start-up GTM (GT-To-Market) strategy and organizational operation advice
Lectures on value selling, technology communication, and solution demonstrations at universities and educational institutions
“Pre-Sales” published (2024, Korea's first pre-sales job description)

PreSales Lab

A network specialized in pre-sales and solution consulting involving technical experts from global IT companies

How to work as a sales engineer (SE) - all about structured pre-sales

How to work as a sales engineer (SE) - all about structured pre-sales